SalesHQ

What is selling like when you are at your very best? How do you feel? How do you behave? How do your customers react? I asked a group of high tech salespeople and field service engineers those questions at an Orlando seminar. Here are some of their replies: h4. When I'm at my best, I: • Feel connected with the ...

Sooner or later, we all backslide into old ways of thinking about selling that lead us down the wrong path with potential clients. A few weeks ago, I had a phone conversation with Julie, who has been struggling with the old-style selling methods that her manager insists are the only way to sell their company’s technology solution. Regardless of what product ...

I received a call from an ex-student this week who is designing an induction program for new recruits about to embark upon a career in sales. He asked that if I had to create the "12 golden principles of selling," what would I come up with? Clearly, this is not only a very subjective view, but also I found it terribly ...

So, the title pulled you in because you think that someone has found a new formula for water…that there are two words that you can say that will skyrocket your revenue and commissions. The title referred to these words as "powerful" so they must be new, since you haven't heard them before. Perhaps, these words are a deceptive trick that hypnotizes ...

I have seen many articles, blogs, and books professing to help sales people never cold call again. I like the idea myself. In fact, I wish people would give me business without ever writing a proposal or having another meeting again. Unfortunately as the old cliché goes: “Sales is a contact sport.” Networking, publicity, great websites etc. are all great tools ...

The story you are about to hear is true. With the implementation of one well-crafted sales tactic, Gene surprised himself by making one phone call and getting a meeting with a senior executive. A man Gene and his team had been pursuing for more than one year! The contract ended up serving the executive so well he had no reason to ...

How often have you heard the hype that if you just buy this list of prospects your problems will be solved, or if you’ll just get this book, pay $899 for this sales ‘secret,’ or use this sales system you’ll only have to work three days a week? How many websites have you gone to that have a never ending sales ...

    A customer who is already giving you a substantial amount of business will often listen to you more readily than competitors if you want to sell them more. Point out to them how giving you more business rather than your competitors will increase their profitability and help enhance their ordering procedure, and your on your way. Make it ...

Introductions The proper way to make an introduction is to introduce a lower-ranking person to a higher-ranking person. For example, if your CEO is Mrs. Jones and you are introducing administrative assistant Jane Smith to her, the correct introduction would be "Mrs. Jones, I'd like you to meet Jane Smith." If you forget a person's name while making an introduction, don't ...

Early in my sales training career, I used to do about an hour on how to work with gatekeepers. Today, you no longer talk to live gatekeepers. Instead, you go straight into the prospect's voicemail system. Polite, patient executives who would never think of hanging up on you feel nothing when they delete your voicemail after one sentence. The typical businessperson ...

        Just think how much better off all of us would be in life if we listened more, no, make that just plain listened. How many times during a conversation did you miss out on some important points because you were formulating a reply to something you just heard and missed everything said after that.Happens a lot. ...

    There was a customer I had that was known throughout the industry for her one word comment. Busy. I was told of this woman before I ever walked into the account. She was a wile and knowledgeable purchasing agent. She knew her stuff and more than held her own with salespeople.   Each time I called on her ...

Let’s face it, lots of prospects see your sales call as an interruption from the important things they want to (or feel they ought to) be doing. A salesperson is often viewed as an intruder, a money-grabber, and sometimes even a beggar. At best, many polite prospects tend to see themselves as being nice to a fellow human, or actually doing ...

Dave Wedzina detests pushy salespeople. Like many of today's shoppers, the Lackawanna man likes to do his own research and make his own purchasing choices. Sure, he wants a sales associate to be around if he has questions, but he doesn't like feeling "sold to." "I want them to say, 'If you need any assistance, my name is Fred,' not 'I've ...

    People will buy even the most expensive items if you satisfy their needs and prove the items' worth. You must show the prospect how the product or service will benefit them and is worth the higher cost. Notice I said cost not price. Price has a sharper sound connected to it from the consumers' point of view. Psychologically ...

Companies, when they interview, focus their attention on learning about the candidate. However, equal importance should be placed on the candidate interviewing them so that both sides can make a solid decision on the relationship. My wife Sharon and I dated for exactly two years before I proposed to her. Over our two year courtship, I got to know her likes ...

The responsibility for ensuring that every member of the sales team is successful and performing at optimum levels lies entirely with management and below are the eight reasons why sales people fail. In fact, I usually ask just three very straightforward questions, in order to identify why a salesperson is underachieving i.e., • Are they visiting/talking to enough clients/prospects? In other ...

Little Red Book of Sellingby Jeffrey Gitomer With The Little Red Book of Selling, Jeffrey Gitomer has created a real-world, practical, and fun book that salespeople will love and profit from. Salespeople want answers. That’s why the Little Red Book of Selling is short, sweet, and to the point. It’s packed with answers that people are searching for in order to ...

The sales process you are defining to grow your business may be the very thing that is keeping your sales team from selling. As the economy has made sales competition fierce, companies have heavily focused on the sales process. Many, for the first time, are clearly defining all of the critical steps for their sales team. Some are even taking this ...

Here is a quick checklist to evaluate your own listening habits. I got this list from a recent article that I read by Rick Phillips. Try to be brutally honest with yourself and see how you do. Do you ever catch yourself looking at your watch while you are listening? Do you ever finish other people’s sentences? Do your ever find ...